Manager, Deal Operations

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

What you get to do in this role:

The Sales Operations Manager is a strategic business partner to Sales Area VP and Managers in the Americas, managing support functions essential to sales force productivity in those Areas. These include planning, reporting, deal structure and quoting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration. The Sales Operations Manager will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force. This position may be located in Waltham, MA or Austin, TX. Responsibilities include but are not limited to the following:

Lead a team of Sales Operations Specialists supporting field sales professionals in the Americas

Understand sales go-to-market strategy and identify resourcing initiatives

Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards

Manage the annual planning, territory and quota setting process

Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants

Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions

Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets

Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market

Qualifications

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.

5+ Years proven experience of Sales Operations in a software sales organization

Proficient in the use of sales methodologies and sales force automation tools

Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities

Worked with sales management on territory planning and the development of quotas and commission rates

Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior

Organized, with excellent attention to detail and the ability to work in a fast-paced environment

Proficient in PPT, Word and Excel

JV20

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.